B2B: critérios decisórios de escolha na distribuição de medicamentos na cidade de João Pessoa/PB

Abstract

Global contingencies B2B market in the pharmaceutical sector are to help companies that sell products and / or services to other companies as well as economically viable way to meet buyers customers that cycle. Moreover, it is possible to make the B2B tools become the key differentiators in the competitive world lived among the Paraíba drug distributors. B2B studies in logistics processes reveal that companies can ensure better quality and gain a larger share in the market in which it operates. This study aims to discuss theoretical aspects of business to business as well as perform a literature review of the application in practice of this tool, which assists in decision-making. The approach method used in a research project was the qualitative method. The survey shows that prices, terms and promotions are the main decision criteria used by pharmacists in choosing a distributor of drugs in the city of João Pessoa/PB.